James M. Sargent
Austin,TX
Summary
Seasoned Sales Representative knowledgeable about selling in B2C environments. Leverages exceptional customer relations experience to win new customers. Skilled at demonstrating products and closing sales with a tenacious and driven approach. Talented networker with expertise in cold calling, strategic planning, and task prioritization focused on maximizing efficiency and sales success. Expert Channel Partner recruitment, enablement, and partner management. Experienced recruiting partners with strong Go-To-Market strategies in Asia Pacific, the UK, and North America. Established expertise across multiple verticals such as AI for Operations, SAAS, ITSM, Performance solutions, Identity and Security, Desktop, and Enterprise Discovery. I am a proud U.S. Navy Veteran with an unwavering commitment to excellence.
Overview
45
45
years of professional experience
Work History
Sales Consultant
Self Employed Services
01.2024 - Current
- Working with local SMB Sales teams on lead-generation skills resulting in a 20% increase in set meetings
- Security reviews, sales training, CRM review, and Sales best practice recommendations MEDDPICC
- Elevated conversation tactics for various persona messaging
- Evaluated demonstration skills focusing the sales team on positive business outcomes versus function and features
- Created several comprehensive CRM reports on various topics, enhancing organizational understanding of key issues using data as a baseline for performance management.
- Used consultative sales techniques to understand customer needs and recommend relevant products and services.
Strategic Account Executive
IDMWORKS, West
03.2023 - 01.2024
- Open new accounts with a minimum of $10B in revenue with Identity Management/Cyber-security Solutions
- Opened multiple strategic accounts in 2023 (Qualcomm, Sony Entertainment, NEC, Williams Sonoma)
- California Department of Corrections, Managed Services $4.8M
- Cultivated a deep understanding of client industries, becoming a trusted advisor on market trends and best practices.
- Negotiated contracts, ensuring long-term partnerships and mutually beneficial terms for both parties.
- Organized regular client touchpoints, maintaining open lines of communication for feedback and updates.
Principal Sales
DXC Technologies
01.2022 - 03.2023
- Open new accounts and expand existing clients across several industries US Defense, Retail, and TMT
- Delivered employee experience solutions improving employee productivity by ~ 30%
- Closed $18M with Raytheon, General Dynamics, and Newport News
- Provided exceptional customer service, addressing concerns promptly and maintaining high levels of client retention.
- Developed a comprehensive understanding of product offerings, allowing for tailored solutions to meet customer needs.
Sales Director, Director
Pluralsight Inc
01.2021 - 08.2021
- Hired, trained, and coached a team of commercial sales representatives.
- Delivered $13M Quota for 2021 with a team of 9 AE’s
- Increased close rate by 26% through solution sales
- Fostered a culture of continuous improvement within the sales department, regularly organizing workshops and skill-building sessions for employees at various levels of expertise.
Sales Director
Digitate Software
03.2016 - 12.2020
- Created innovative sales strategies through monitoring and evaluating market trends and competitive offerings.
- SAAS delivered AI automation solutions increasing employee productivity while reducing business costs by 50%
- Exceeded individual quota of $7M annually 2017-2020
- Successfully closed over $16M in opportunities with customers in the aeronautics, finance, Oil & Gas, and travel industries
- Executive Presenter Tata Executive Briefing Center, Chennai India.
- Coached and counseled sales personnel, assisting with individual selling efforts and helping sales representatives reach targets.
Pre-Sales and Sales Manager
BMC Software Inc,
01.2010 - 01.2015
- Directly Managed a 14-member team in daily regional operations in the U.S., Europe, and UK
- Regional CTO for TOLA region
- Presidents Club 2012, 2013, Manager of the Quarter Q3- 2014
- Designed and executed sales strategy for multiple strategic accounts, delivering $22M in new bookings, setting revenue record for South-Central with $37M in Q4 2014
- Directly managed Emerging Enterprise team to achieve $16.7M in sales FY 2014
- Authored internationally accepted Success Profiles for a global team of 400 sales consultants
- Directly managed the Enterprise team to recover struggling accounts, rescuing $14M in renewals /$28M in new bookings.
- Maintained control of my department's travel and expense budget
Director of Technical Sales
LANDesk Software
01.2002 - 01.2009
- Asia Pacific, and Latin America
- Managed budgets effectively to ensure optimal use of resources while maintaining financial stability.
- Assisted Lenovo in the development of Executive Briefing Center Ivanti/LANDesk Software Inc., In Beijing China
- Channel partner recruitment and Strategic deal support across APAC, Implementing deal registrations, volume discounts, partner status requirements, target customers profiling for APAC, , 2007, 2006,2005,2004
- Developed high-performing teams by providing mentorship, guidance, and opportunities for professional growth.
- Enhanced team collaboration through regular communication, goal setting, and performance evaluations.
Service Member
United States Navy
06.1979 - 04.1981
Education
No Degree - Computer Science
Boston University
Boston, MANo Degree - Business Management
Capella University
Minneapolis, MNNo Degree - Business Administration
University of New Hampshire
Durham, NHNo Degree - Business Administration And Management
Merrimack College
North Andover, MA09.1993
Skills
- Artificial intelligence (AI), Salesforce, SaaS, People AI, Tableau, Gongio, Remedy, ServiceNow, ITSM, ITIL, infrastructure, Desktop management
- Automation, Workforce Management, Identity Management,
- Sales Leadership
- Recruit, Coach, and Develop salespeople
- Motivation and Performance Management
- Sales Process, and Strategies
- Revenue Growth and Pipeline Management
- Negotiation, and Deal Closing
Timeline
Sales Consultant
Self Employed Services
01.2024 - Current
Strategic Account Executive
IDMWORKS, West
03.2023 - 01.2024
Principal Sales
DXC Technologies
01.2022 - 03.2023
Sales Director, Director
Pluralsight Inc
01.2021 - 08.2021
Sales Director
Digitate Software
03.2016 - 12.2020
Pre-Sales and Sales Manager
BMC Software Inc,
01.2010 - 01.2015
Director of Technical Sales
LANDesk Software
01.2002 - 01.2009
Service Member
United States Navy
06.1979 - 04.1981
No Degree - Computer Science
Boston University
No Degree - Business Management
Capella University
No Degree - Business Administration
University of New Hampshire
No Degree - Business Administration And Management
Merrimack College